Senior Director, Sales and Operations
The Senior Director, Sales and Operations is responsible for driving strategy and revenue growth of Warner Bros. Discovery (WBD) content within the Television Licensing and Home Entertainment divisions across the Australia and New Zealand markets. The role evaluates and structures deals to optimise results, ensuring that revenue targets are reached or exceeded and that overall divisional and corporate objectives are aligned.
Responsibilities
Content Sales
* Manage all TV licensing of Warner Bros. and Discovery content across Australia and New Zealand (ANZ).
* Proactively develop, service and maintain strong professional relationships with external partners and clients.
* Lead deal negotiations, content distribution strategy, analyses, deal models, term sheets and long‐form agreements across Free TV, Pay TV, SVOD, AVOD/FVOD media.
* Proactively drive revenue from the licensing of WBD TV content across all platforms in Australia & New Zealand to exceed revenue targets.
* Manage and service multi‐year and volume deals, seeking additional opportunities within these deals to drive revenue growth and the reach of WBD franchises and programmes.
* Ensure revenue projects are analysed and reported correctly on a regular basis.
* Analyse the WBD product inventory and, based on client needs/market trends, develop new ways to increase revenues for Australia & New Zealand.
* Work closely with Head of Studios across ANZ windowing strategy and support this process by gathering information from Theatrical, Home Entertainment, and Streaming teams locally and globally.
* Lead, mentor and develop the Sales team to ensure strong sales performance.
* Monitor performance of all assets as well as those of competitors.
* Work closely with TV Marketing to facilitate potential sales and post‐sales servicing.
* Collaborate with all WBD divisions (Streaming, Networks, Consumer Products, Home Entertainment, Theatrical, Production, Franchise Management) to ensure key properties are licensed in ANZ and windowing strategies are maximised cross‐divisionally.
* Build and maintain effective relationships with key stakeholders across WBD, both US and international based.
Content Sales Operations
* Lead the Sales Operations function to ensure the smooth running of the pre‐ and post‐sales process.
* Oversee the maintenance and administration of enterprise systems – SAP (COSMOS) and SMART (forecasting system).
* Manage and deliver all forecasting and planning projects.
* Ensure timely and accurate delivery and distribution of telecast materials.
* Continually review and evolve process improvements and efficiencies.
* Work closely with key WBD stakeholders in the US (International Production, Legal, Contract Management, Rights Management, Finance, Servicing, Research).
Home Entertainment
* Set and own the ANZ Home Entertainment strategy, aligning global priorities with local market opportunities across physical and digital distribution channels.
* Hold ultimate accountability for financial performance, including budgets, forecasts, investment decisions, and delivery of agreed ANZ commercial outcomes.
* Provide executive oversight of licensee and agent partnerships, setting performance expectations, approving strategic initiatives, and resolving material commercial or operational risks.
* Sponsor and govern market innovation and new revenue opportunities, ensuring disciplined evaluation, alignment to global strategy, and long‐term value creation.
* Act as the ANZ Home Entertainment representative to global, regional, and cross‐functional stakeholders, ensuring alignment, influence, and effective decision‐making.
Leadership
* Lead, mentor, coach and develop direct reports across both the TV Licensing & Home Entertainment Divisions to achieve business objectives and talent planning.
* Create and foster a positive, inclusive, high‐achieving team culture that encourages creative risk‐taking and embraces continual change.
* Ensure staff are well‐motivated, trained, and developed to their full potential, guaranteeing maximum effectiveness on projects.
* Set goals and conduct team reviews to overachieve on revenue targets while developing sales skills and sector knowledge.
* Develop and share leadership vision, providing teams with the tools and skills necessary to deliver objectives effectively.
Job Qualification Standards
Work Experience
* 15+ years of related work experience in the entertainment & media industry.
* Previous business management, analysis and planning experience required.
* Experience managing and developing sales staff.
* Knowledge of TV licensing and sales negotiation.
* Experienced presenter, negotiator and influencer.
Additional Experience
* Experience working within a matrixed corporate structure or a multi‐national company with multiple stakeholders is an advantage.
* Commercial senior executive experience with a track record of growth.
Knowledge & Skills
* Ability to engage and manage clients and structure and implement business strategy.
* Excellent negotiation and influencing skills at all levels.
* Demonstrated strategic and creative thinking.
* Excellent communicator, able to articulate ideas and concepts persuasively.
* Demonstrated ability to partner effectively with internal and external parties to drive results.
* Responsible, accountable and results‐oriented.
* Strong decision‐making and problem‐solving capabilities.
* Excellent attention to detail with a high level of accuracy.
* Ability to work across multiple business areas and handle tight deadlines under pressure.
* Strong team player who embraces constant change and innovation.
* Proactive and passionate seeker of knowledge, including trends in the media industry, content and advertising.
* Excellent organisational and administrative skills with exceptional attention to detail.
* A strong leader that inspires commitment and excellence.
Championing Inclusion at WBD
Warner Bros. Discovery embraces the opportunity to build a workforce that reflects a wide array of perspectives, backgrounds and experiences. Being an equal opportunity employer means that we take seriously our responsibility to consider qualified candidates on the basis of merit, regardless of sex, gender identity, ethnicity, age, sexual orientation, religion or belief, marital status, pregnancy, parenthood, disability or any other category protected by law.
#J-18808-Ljbffr